Identify the Three Types of Performers on Your Sales Team!

A winning sales team spells success for your business! Putting together a winning sales team may not be as hard as you think it is. First, let’s take a look at the three types of sales people you may have on your staff.

1. The poor performer 2. The mediocre performer 3. The high achiever

Poor performers bring a lot of baggage and trouble to the work force. Do yourself and everyone else a favor – get rid of them. Yeah, it sounds heartless, but think of the negative influence they have on those with potential to be an asset. Why allow a poor performer to keep them from reaching their full potential?

Mediocre performers are often satisfied with their performance, which can make it tough to coach them to real success. The key to truly motivating the mediocre sales person – or any salesperson - is to spark an inner motivation that will inspire them to do it on their own. Sure, external motivations work for a while, but sooner or later you’ll wear yourself out just trying to keep them motivated.

A good leader will create an environment where self-motivation is encouraged and rewarded. Don’t forget that someone who needs to learn self-motivational techniques won’t be likely to go looking for the tools!

Accountability may be the greatest tool you can implement. Frequent reports, analyzing the strengths and weaknesses of the salesperson, and reviewing performances can help the performer see for himself where he needs to improve. He’ll also see the improvements he’s made over time… and that, my friend, is a great way to spark inner motivation.

High achievers already understand the inner drive for excellence, and are a lot of fun to teach to reach even higher levels of performance. Give them the tools… and they’re off and running. Unfortunately, they’re rare gems in the work force. If you’ve found one, don’t take it for granted!

One word of caution: whenever you implement incentives, be sure to focus on action rather than results. A contest that rewards the number of sales presentations will be a much more effective motivational tool than one which focuses on the number of actual sales made. Remember, inspiring motivation will pay more in the end!

Next time, we’ll take a peek at some things you can do to increase the performance of your sales force.

Dedicated To Your Further Success.

All the best,

Allyn Cutts

PS To contact me via email, Click Here

About the Author

Allyn has spent over 24 years helping businesses like yours find new customers and increase sales to current customers.

Allyn consults personally with clients to design and deliver offline and online direct marketing strategies that focus on metrics and measurable results. You can learn more about Allyn Cutts at http://AmazingMarketingStrategy.com or you can call 610.437.4106 between 10 AM and 4 PM Eastern Time Tuesdays and Thursdays

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